Caroline works for an online retail company that sells software to businesses. One day, the sales director asks her to collate information on key accounts and customer profiles before presenting her findings at a board meeting.
Caroline works for an online retail company that sells software to businesses. One day, the sales director asks her to collate information on key accounts and customer profiles before presenting her findings at a board meeting. Caroline begins this task by conducting interviews with the sales team.
Caroline prepared (A) talking points before each interview so she would remember the main sales topics she wanted to cover. Knowing that the interviews would touch on individual sales performances, Caroline realized she could potentially offend her subjects, so she vowed to respect their (B) boundaries .
A anecdotes questionnaires analogies talking points follow-up questions
B demographics boundaries experiences biases processes
Question 2
Caroline’s company sells software to companies across the globe. In order to complete her assignment, Caroline has to talk online with workers located in the United States and abroad.
At first, Caroline is overwhelmed with the number of different methods she needs to utilize to collect interview data. But she knows completing this work will impress the board members.
Rate the way that Caroline analyzed content during interview follow-up as appropriate for In-person, Synchronous online, or Asynchronous online interviews.
In-person Synchronous online Asynchronous online
Caroline turns on the archive feature on her chat program so that her interview is saved.
Caroline codes the email responses she received from her various interviews for analysis.
Caroline transcribes brief notes, knowing she can go back to get more complete answers later.
Question 3
After completing interviews, Caroline begins reviewing research of sales trends. Her research and interviews reveal an important sales tendency that she wants to stress during her presentation. The company’s highest-spending clients are businesses in very competitive fields. Therefore, these businesses are the most likely to pay for even incremental improvements in software.
Caroline thinks the board will be impressed by this finding, but she wants to incorporate testimonials into her presentation to drive her point home.
Select the statement that describes Caroline incorporating testimony into a speech effectively.
•Caroline includes quotes from one of the company sales trainers who has been working there for the past eight years.
•Caroline includes quotations from a successful sales manager who retired from the company in 1985.
•Caroline begins her speech with some of the funny, but vulgar, comments that different interviewees said in their interviews.
•Caroline includes quotations from clients she interviewed that contradict her main point.
•Caroline chooses to use quotes from only the newest members of the sales team, as they are the freshest at their job.
•Caroline decides to use all of her expert testimony quotes in the introduction so that everyone in the audience believes her right away.
Question 4
Caroline starts writing her speech for the board meeting. She wants board members to understand the relationship between clients’ industries and the company’s overall revenue. She considers adding suggestions for how the board should use this data, but worries she will sound presumptuous. She calls Amy, the sales director, for advice.
“Sticking to information is the better plan,” Amy decides after hearing Caroline’s query. “Let the board decide what to do next. They’re in that position for a reason.”
“Maybe I should be a board member,” Caroline jokes.
Rate each informative speech as Demonstration, Explanatory, or Descriptive.
Demonstration Explanatory Descriptive
A doctor speaking at a conference shows how to perform a new procedure to help a choking person
A botanist presenting her findings informs her audience of the characteristics of a new fern species
The head of a bookstore tells an audience facts about competing in an online-focused marketplace
Question 5
Making it memorable
A.Caroline uses an acronym to summarize the three main takeaways from her interviews.
B.Caroline ends her speech with a quote by her favorite author.
C.Caroline is careful to explain her three main points in a neutral, unbiased way.
D.Caroline takes all of her findings and narrows them down to the three most important things to take away.
Question 6
After writing a few early drafts, Caroline is confident she has narrowed her presentation’s focus. She still believes the connection between clients’ industries and overall revenue should be the main takeaway.
Caroline asks Amy to read the earlier parts of her presentation, hoping to get useful feedback.
“I’m just glad you have a focus,” Amy responds. “That’s a lot of information we gave you and I was worried you’d get buried in it.”
“You must have hired me for a reason,” Caroline replies.
Choose the properly scoped topic for Caroline’s speech.
•Identifying the business practices of all other sales companies in their town.
•Discussing the career-long sales practices of the three most effective sales team members.
•Describing how drinking coffee in the morning can help with achieving sales goals.
•Offering an analysis of the top three most effective sales strategies.
•Reviewing all of the strategies used by the company over the past eight years.
•Connecting the age of each sales team member, where they were born, and how much they contribute to the company.
Question 7
Caroline asks her friend David, who works as a school teacher, to listen to her finished presentation. After listening, David looks confused and says, “I’m sure it’s good but I didn’t understand some of what you said.”
Caroline realizes she’s forgetting something: David, like several of the board members, does not have experience with sales. Caroline had assumed everyone in her audience would be familiar with her topic, but now she fears that some board members will be confused.
Rate each strategy from Caroline’s speech as involving the use of Concrete or Abstract terminology.
Concrete Abstract
Caroline has the board members brainstorm places where they see marketing on a daily basis
Caroline has the board members create vision boards to represent the company’s long-term goals
Caroline hands out packets that outline the newest technologies in use at their company
Question 8
On the day of the board meeting, Amy introduces Caroline by stating that Caroline will be making a valuable report on company sales. Though still a little nervous, Caroline greets the members of the board and launches into her presentation.
Caroline’s explanation of how new competitive industries have emerged in the economy made the audience realize her speech was based on (A) information. Caroline told her audience to listen carefully whenever she was about to make a main point, relying on (B) to help the audience make connections.
A recent statistical incidental tangential abstract
B transitions statistics examples anecdotes comparisons
Question 9
Caroline receives a round of applause from board members after finishing her presentation. She asks if anyone has a question and one board member shakes his head.
“That was one of the smoothest presentations I’ve seen,” the man claims. “So many of these talks sound like people just want to use statistics to sound intelligent.”
Caroline breathes a sigh of relief. She had worried her audience wouldn’t fully understand her points, but her planning paid off. She has made a great impression with her bosses.
Select the statement that does NOT describe a way for Caroline to enhance her audience’s understanding.
•Identifying the main points in the introduction, body, and conclusion of her speech.
•Showing the audience how excited you are to present this information.
•Using one powerful image repeatedly throughout the speech at important moments.
•Highlighting key points on a PowerPoint presentation.
•Removing all visual aids so as not to distract the audience.
•Speaking from notes that include additional information in case questions come up.
Question 10
After the board meeting, Amy approaches Caroline with an update on the results of her presentation. The company will be pursuing a new client strategy due to her presentation.
“Do you have a transcript of your speech?” Amy asks. “I want to show it to members of other departments. They can use it as a guide for making informative speeches.”
Caroline couldn’t believe that she was a model for others. “Sure!” she responds. “Just remind them it takes hard work.”
Refer to the sample informative speech by former President Barack Obama regarding the death of Osama Bin Laden. Select the TWO statements that describe ways in which this informative speech was effective.
•He keeps the tone of the speech very upbeat and excited to keep the audience interested.
•He speaks very quickly in order to keep listeners engaged.
•He uses a podium during his speech which allows the speaker to have notes or scripts.
•He uses a wide variety of visuals to help make his key points clear.
•He cites numerous sources to increase the validity of his statements.
•He uses signpost transitions such as “first,” “then,” and “finally” to help the audience organize and sequence ideas.
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